Tuesday, September 26, 2006


Phyllis Harb
Dickson Podley Realtors
La Canada Real Estate
La Canada, CA

Phyllis has achieved Platinum Designation, the highest ranking RE/MAX offers its agents and reserved for a select group based on their closed sales. She is a Department of Real Estate Course Instructor which means she is certified to teach mandatory continuing education courses to Real Estate professionals.

“I was in mortgage banking for 10-15 years. In the late 1980’s, the banks were being merged out of existence and jobs were disappearing. My Mom was a Realtor and introduced me to the business. It seemed like a good fit and a way to use the skills I had learned while in mortgage banking.”

“The Golden Rule is very important in real estate… to both clients and other agents.”

“I enjoy problem solving. You have a sense of accomplishment to solve a problem. It is great to see the look on a buyer’s face when they find the perfect home and even better to be invited to their home year after year.”

“I want to be successful, make enough money and enjoy my life and career.”

“I just started to take clients out for lunch or dinner. There is a cluster of them that make up 40% of my referred business. When someone sends a referral, I send a thank you with a gift certificate (movies/Sees Candy) and Thank You note. After closing, I follow up with a bottle of Dom Perignon.”

“They fail to be there. If someone emails you, respond quickly. If someone asks a question and you do not know the answer, find the answer. It is important to wake up in the morning and go to work. Do not start your day at 10am or 11am. The most successful get to work early and start either planning or returning calls.”

Friday, September 22, 2006


Jane Fairweather
The Fairweather Collection
Bethesda, MD

A 22-year veteran of the business, Jane Fairweather is a staple in the Maryland Real Estate business. Together with her team of highly specialized assistants and buyer agents, Jane sells an average of 160-190 homes per year. She has been named the # 1 Coldwell Banker agent in the Washington Metropolitan Area for the last 6 years.

“Marketing is the key. Instinctively, if they don’t know who you are why would they call you?”

“I write a huge business plan every year. It’s probably six chapters and 90 pages. A lot of people set goals on production. I believe we also need to set goals on customer service, community outreach and community service, public relations, marketing, future business development, wealth development, and planning for retirement, etc.”

“I have two telemarketing companies that do cold calling for me and give me warm leads. I then prospect those leads.”

“My sign is the least expensive, singularly the most distinctive in the marketplace. The best thing I have done is to create a distinctive and memorable sign. My sign is recognizable from a mile away. It’s easy to remember and gives my brand a powerful advantage in the market place.”

“We do an annual report that is a detailed market analysis of all the sales of the previous 12 months. This report goes to every neighborhood in our zip codes. I want my image to be that I am knowledgeable and that I am the go-to person for good information.”

The e-Myth by Michael E. Gerber
Raving Fans by Ken Blanchard
Selling the Invisible by Harry Beckwith
Visionary Business by Marc Allen
Man’s Search for Meaning by Viktor E. Frankl
Customers For Life by Carl Sewell
Bringing Out the Best in Others by Thomas K. Connellan
The Guerrilla Marketing Handbook by Jay Levinson & Seth Godin
The 22 Immaculate Laws of B

Tuesday, September 19, 2006


Tupper Briggs
Tupper's Team
Evergreen, CO

Over the years Tupper Briggs has constantly asked what clients really want and has diligently directed his business accordingly. He is pleased with the resulting growth his business has experienced due to this philosophy. He is forever searching for new technology, better ways to stay in touch and improved marketing tools to serve clients beyond their wildest dreams. He delights in having clients say “WOW”.

“I discovered that there are a lot of heavy handed sales tactics but I also learned that sales is putting yourself in your client’s shoes and giving them what they want. Fats Waller wrote a song called “Find out what they want and how they want it and give it to them just that way.””

“I grew up with three sisters so I learned that negotiation was part of survival. It pays to give the world the benefit of the doubt and leave your mind open to the wonderful possibilities that meeting each new person offers.”

“Absolutely! I can remember taking a goal-setting class when I was a salesman. I set a goal and then realized I had made it. I thought all you have to do is set the goal and you would achieve it. As we make bigger goals we realize there is more to it than that. We can only set goals for things we have control over.”

“I have a four-color, sixteen-page newspaper which goes out once a quarter to every mailbox and residence in our entire marketing area - 26,000 people. I grab articles from the public domain. The newspaper is zero-based because we have people advertise in the newspaper.”

“We care, we have fun, but we are very competent and we wear that on our sleeves.”

“We make it appear that we work 24/7 and we have workflow so we can cover everything.”

Friday, September 15, 2006


Gladys Blum
Gladys Blum Group Real Estate Services
Salem, OR

Gladys’ success doesn’t come by luck or accident. She earned it one person at a time and her passion to help people is a trademark known and respected throughout the Salem community.

Gladys has a compassion for the needy in the Salem area and is extensively involved in charitable and business organizations that strive to meet that need and make the community a better place to live.

“We created a website that they could advertise on. It was called sellingbyowner. We meet with them, take pictures and put it on the site. They are also placed on an e-mail follow-up campaign.”

“I also believe that my involvement in the community has been a huge payback.”

“We have a marketing plan and a service plan. It is something that both parties sign so there are no surprises. We’ve learned to under promise and over- deliver.”

“I learned early on that it is crucial to rub shoulders with people who produce at your level or higher. I was in a Mastermind group from all over the US and we met quarterly. We were accountable to each other and shared problems and solutions. That same group is meeting today.”

“Telling the truth…no matter what! I am a great listener. I treat every client equally. I believe that being low-key instead of high pressure has worked really well for me. I strive on learning new ideas and methods. I want to always be on the cutting edge.”

Richest Man in Babylon
Wealthy Barber
The Purpose Driven Life
Jesus Christ CEO

Tuesday, September 12, 2006

Paul Biciocchi
Forum Properties, Inc.
Potomac, MD

“Plan your work and work your plan. It is important to have a strategy of
where to go and how to get there.”

“I enjoy the aspect of helping people make decisions that affect their family and their future. It is not just a sales transaction. “

“When I meet and greet someone, I ask whether they came from my sign or the ad in the paper. If they read the ad in the paper, it tells me they took the time to sit down and circle what they want to see. That is whom I want to stick with.”

“I send desk calendars out annually. I do a quarterly newsletter to my client base.”

“Honesty and Service”

“I think to be a good salesperson you should listen twice as much as they talk.”

Tuesday, September 05, 2006


Karen Bernardi
The Bernardi Group
Coldewell Banker Residential Brokerage
Boulder, CO

Hippie Waitress to Multi, Multi Millionaire

Twenty-three years ago, Karen drifted to Boulder, Co. Without a college degree, she had trouble finding work besides bar tending and waitressing. She was in debt. Today, Bernardi is among the nation's top-producing residential salespeople.

Her outgoing personality helped but it was determination and willingness to work hard and do things differently regardless of the opinions of others.

Real estate trainer Mike Ferry taught her to organize herself better and to focus on listing and prospecting. Her sales volume shot through the ceiling.

"I have a driver. This helps so I can work and make phone calls while in the car."

"I have a full written plan. I have written goals for everything. It keeps me in motion and keeps me happy."

"I have a good reputation. People have heard of me through the years. I take it very seriously if there is a customer complaint – and I fix it!"

"Agents need a real schedule so that real estate does not become your life. I travel a lot and take a lot of vacations. Make sure you decide what works to sell a home - not the client. Tell the client what works. You have to take control of the situation and act like the expert."

"It was important to keep my emotions in control. I always try to keep my customers’ interests ahead of my own."

Welcome to Lessons Learned: Billion Dollar Agent!

The book Lessons Learned: Billion Dollar Agent is currently being worked on. We have collected 34 interviews up to this point and hope to expand this collection in the near future. We are going to post excerpts from these interviews here on this blog on a regular basis. Our hope is that others can learn from the experiences of their peers.

Take Advantage of Every Opportunity!
Knowledge - Truly Powerful!

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